Kevin Petry's guest appearances

Kevin Petry

Bowery Capital Startup Sales Podcast

The Sales Fix Podcast

Wade Foster

Jake Dunlap

Jack Altman

Ryan Denehy

Bart Lorang

Jenny Foss

Ian Andrews

Aaron Ross

Ed Fry

Patrick Campbell

Sean Ellis

Doug Landis

Brian Kelly

Michael Katz

Allen Gannett

OwlTail

Kevin has been in sales for many years, leading national sales organizations, as well as running the Sales Training and Development department of the fastest company to a billion dollar valuation in US history. He currently works as the central sales and business development brain for a venture capital group started by the founder of Audible.  Kevin and I discuss some fundamental sales success concepts, such as combating the status quo trap, AKA the cost of doing nothing, and mapping out your sales success plan using backward math.  Visit our promotional partners at www.originmaine.com/nutrition and www.refract.ai Show Theme Song courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode License: http://creativecommons.org/licenses/by/4.0/

Kevin has been in sales for many years, leading national sales organizations, as well as running the Sales Training and Development department of the fastest company to a billion dollar valuation in US history. He currently works as the central sales and business development brain for a venture capital group started by the founder of Audible.  Kevin and I discuss some fundamental sales success concepts, such as combating the status quo trap, AKA the cost of doing nothing, and mapping out your sales success plan using backward math.  Visit our promotional partners at <a href="http://www.originmaine.com/nutrition" rel="nofollow" target="_blank">www.originmaine.com/nutrition</a> and <a href="http://www.refract.ai" rel="nofollow" target="_blank">www.refract.ai</a> Show Theme Song courtesy of Incompetech Edm Detection Mode by Kevin MacLeod Link: <a href="https://incompetech.filmmusic.io/song/4987-edm-detection-mode" rel="nofollow" target="_blank">https://incompetech.filmmusic.io/song/4987-edm-detection-mode</a> License: <a href="http://creativecommons.org/licenses/by/4.0/" rel="nofollow" target="_blank">http://creativecommons.org/licenses/by/4.0/</a>

5 - Interview with Kevin Petry, Director of Growth at Newark Venture Partners. 

Overcoming SMB inertia is a major problem for many folks that listen to the Bowery Capital Startup Sales Podcast. While a new generation of IT buyer is emerging in several categories like restaurants, health &amp; wellness facilities, and other brick-and-mortar locations it still is extremely difficult to get a small business to change their mindset and shift off of existing IT tools or buy something new. This week, we had Kevin Petry fromBookeron to discuss the problem of "Overcoming SMB Inertia." We've covered the SMB category before focused generally on thehigh-velocitynature of the sale but never discussed overcoming SMB inertia. Of all the experts we could have had on the show to discuss overcoming SMB inertia Kevin knows this problem first hand from a 30+ year career selling into small businesses. Before joining Booker, Kevin held sales leadership roles at FrontFlip, Groupon, Rubicon Interactive, and Entertainment Publications. He is an industry expert in SMB customer acquisition and retention having been involved in organizations that have acquired over a combined one million SMBs. We started the discussion on some of the specific high level thoughts around the mindset of a small business and what overcoming SMB inertia actually means. Then we dive in to the 4 key reasons that these SMBs tend to say no and Kevin responds with specific tactical lessons that he has learned throughout his career. We cover each of the 4 in the same manner and for anyone selling into the small business category Kevin gives the listener a fair amount of ways to overcome the specific challenges around each of these. We close with a high level of what to do if none of your strategies are working and also touch on knowing when to kill a deal versus keeping the conversation going. Give a listen below and we hope you enjoy another edition of the Startup Sales Podcast!

Overcoming SMB inertia is a major problem for many folks that listen to the Bowery Capital Startup Sales Podcast. While a new generation of IT buyer is emerging in several categories like restaurants, health &amp; wellness facilities, and other brick-and-mortar locations it still is extremely difficult to get a small business to change their mindset and shift off of existing IT tools or buy something new. This week, we had Kevin Petry fromBookeron to discuss the problem of "Overcoming SMB Inertia." We've covered the SMB category before focused generally on thehigh-velocitynature of the sale but never discussed overcoming SMB inertia. Of all the experts we could have had on the show to discuss overcoming SMB inertia Kevin knows this problem first hand from a 30+ year career selling into small businesses. Before joining Booker, Kevin held sales leadership roles at FrontFlip, Groupon, Rubicon Interactive, and Entertainment Publications. He is an industry expert in SMB customer acquisition and retention having been involved in organizations that have acquired over a combined one million SMBs. We started the discussion on some of the specific high level thoughts around the mindset of a small business and what overcoming SMB inertia actually means. Then we dive in to the 4 key reasons that these SMBs tend to say no and Kevin responds with specific tactical lessons that he has learned throughout his career. We cover each of the 4 in the same manner and for anyone selling into the small business category Kevin gives the listener a fair amount of ways to overcome the specific challenges around each of these. We close with a high level of what to do if none of your strategies are working and also touch on knowing when to kill a deal versus keeping the conversation going. Give a listen below and we hope you enjoy another edition of the Startup Sales Podcast!

Overcoming SMB Inertia with Kevin Petry (Booker)